Enterprise Account Manager
Salary up to £80,000 plus bonus
Maple Cross, Rickmansworth
Hybrid working (2 days onsite)
Our client are a global leader in Workplace Technology (SaaS) solutions, specialising in workplace analytics and space management. Their main focus is to help organizations optimize their office spaces by providing data-driven insights into how those spaces are used. They provide an integrated platform that delivers actionable workplace intelligence, through a real-time analytics platform, workplace sensors, employee experience app, signage and space management solutions.
About the Role:
Our client have a fantastic opportunity for an experienced Strategic Account Manager with relevant tech/SaaS sector experience to join the EMEA team, reporting directly to the Chief Revenue Officer.
You will partner with their Enterprise clients, understanding their strategic priorities and, using your expertise in workplace solutions, help them to fully utilize their solutions and achieve ROI whilst delivering planned revenue growth for the business. This is a great opportunity to develop your career in a forward thinking, client focussed organisation working with some fantastic, global customers.
Core Responsibilities:
- Forecasting and Reporting – Forecasting sales and revenue projections for assigned accounts, tracking key performance metrics, and providing regular reports to SLT.
- Account Planning – Developing and implementing the original sales owned account plans, including forecasting, budgeting, and setting sales quotas for “owned” opportunities and mapping stakeholders and opportunities globally (beyond existing contract scope)
- Account Growth – Identifying opportunities for upselling or cross-selling additional products or services to existing clients to maximise revenue and profitability – utilising pre-sales engineering team to scope new revenue streams.
- Negotiation and Contract Renewals – Planning for and negotiating contract terms, pricing, and service agreements with clients to ensure mutual satisfaction and secure contract renewals.
- Customer Relationship Management – Building and maintaining strong relationships with key clients, understanding their needs, and ensuring high levels of customer satisfaction.
- Customer Success – Ensuring that clients derive maximum value from the products or services they have purchased, and proactively addressing any issues or concerns they may have by working closely with the Customer Success team to unlock relationships and opportunities.
- New Revenue / Service Line Generation – Work with the presales (engineering) team to scope new opportunities for revenue generation through new service line based on mapping client request. This includes target setting, quoting, warranty management and shipment for across all client locations.
- New Business Support – As required, support with sales team with materials, presentation support etc to provide credibility and experience from existing accounts.
- Product Knowledge – Maintain a deep understanding of the company’s products or services and effectively communicating their value propositions to customers.
- Compliance – In relation to Sales & Ops (Order to cash) Process & Governance process (inc gating reviews etc) as well as ensuring full ownership of CRM data health.
- Continuous Learning – Staying updated on industry trends, competitors, best practices, and new technologies relevant to sales and incorporating them into the sales strategy where appropriate.
Skills and Experience:
- 3+ years’ experience in a strategic account management role working with enterprise clients within a technical, SaaS environment.
- Experience and/or understanding of the workplace solutions sectors would be an advantage.
- Experience of technical troubleshooting and product development interfacing in order to solve and grow client offering.
- Experience in customer facing roles including pre-sales, project deployments, customer support.
- Experience of selling and negotiating commercial and contract terms with clients.
- Educated to degree level or equivalent.
- Commercially astute with demonstrable track record of growing revenue and accounts and building strong customer relationships.
- Ability to work with and coordinate a variety of stakeholders across all levels.
- Ability and Commitment to translate customer “asks’ into additional opportunities for the business
- An up-to-date knowledge of and a deep interest in technology.
- Demonstrable curiosity to troubleshoot, research, understand and solve.
- A keen solution mindset that helps users achieve the best out of a product feature.
- Clarity of thinking and an ability to explain complex logic and reasoning in simple language.
- Extensive project management and deployment experience, to oversee proof of concept deployments, nurturing transition into global accounts.
- Convincing and confident with technical knowledge, yet humble and inclusive in getting buy in from clients and partners.
- Able to resolve problems, quickly and calmly involving multiple stakeholders.
- Able to work flexibly and to be adaptable to meet the needs of clients.
- International experience would be an advantage as would the ability to speak different languages.
Behaviours and Mindset:
- Highly driven and focused on delivery and outcomes.
- Motivated towards selling and growing share of client-wallet.
- Strategic thinker, able to spot and create opportunities.
- Confident and credible
- Curious and creative
- Strong customer ethos
- Able to thrive in a dynamic, fast-paced team environment.
